Are You Approachable?

I love to people watch. I enjoy trying to “figure someone out” by watching how they interact and engage people. One thing I attempt to assess and measure is if you are you indeed someone people feel comfortable approaching and speaking with? Do you hold yourself in that way that people sense and feel that you

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Don’t be a “Right Fighter”

A few weeks back I was delivering a keynote and one person  in the audience went to great lengths to refute a key point I was making. That’s fine – one doesn’t have to agree with my viewpoint that “we are all in sales.” The challenge was that no matter how calmly and rationally I responded

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The Death of Imagination.

Has the ability to help people imagine the future and visualize great things died? When I was at Xerox, we learned to sell by using the Xerox system which is world renowned. At the center of that methodology is S.P.I.N ® which stands for Situation, Problem, Implication and Needs Pay Off ( my old Xerox training manager

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A Sales Culture is a Competitive Advantage.

Creating a competitive advantage is a subject that has been written about for years and decades. Opinions and perspectives abound on what creates and maintains a competitive advantage and how to recapture it if a company loses theirs. That happens frequently and we only need to look to the organizations around us to learn why companies go

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The New Sales: Numbers AND Culture

Numbers don’t lie. Unfortunately, they don’t always tell the whole story. New market research on the printing industry reveals why your sales strategy should be focused on the “Big Fish,” but that’s only the starting point. The next step you take is just as important as the data itself. We are big fans of market

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The Three Words a Hygienist Should NEVER Say! (And EARN MORE Respect along the Way)

As a patient and consumer of dental services I have come to a conclusion about my experience at my dentists practice.   That epiphany, if you will is bit of a love letter to my hygienist and it’s a simple message with some complexity behind it.  YOU are the heart and soul of the dental practice

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Are You Easy?

Are you easy?  Are you easy to do business with?  I don’t mean your company.  I mean you. Individually and alone.  Are you someone that people find it easy to get something done and feel good about the business arrangement? It’s very easy and too convenient in todays over connected and hyper world we live

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Everyone’s in Sales – Building a Sales Culture

If you’re reading this, then you are in sales. Everyone is part of a sales culture, whether you are in the “C” suite, or a member of the legal or administrative department; whether you own your business or are the receptionist in a Fortune 500 company.  A sales culture means that everyone’s in sales.  Does

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When Spoken, They Can Spell Career Disaster.

The English language has an unending supply of words and phrases that are built to create conversations that convey meaning and leave impressions.  How you use and deliver these words makes a huge impression on people and leaves them thinking and feeling a certain way about you. Every conversation is a selling moment that constructs

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The Bedrock of Integrity is Respect!

Respect is the foundation on which integrity is built. Respect for ourselves. Respect for our clients and other people. Respect for the interactions we have with them. When we respect ourselves and others we believe everyone has value and deserves to be treated fairly. When we respect an interaction – say, a sales interaction –

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